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Step by Step: Creating a Solid Sales Process

Pipeliner

There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? sales process should [.]

The 6 Reasons that your Sales Process will Fail

Pipeliner

Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 Process and […].

Seven Insightful Questions To Ask Prospects During the Sales Process

Pipeliner

The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. The post Seven Insightful Questions To Ask Prospects During the Sales Process appeared first on Pipeliner CRM Blog. Sales Effectiveness sales process It’s really [.]

How Important Is Sales Process?

Pipeliner

“Best-in-class companies are far more likely than their industry average or laggard counterparts to have a formal, well communicated, and broadly adopted sales process. And more than half of them had specific activities, steps, and tools to help reinforce the value as part of that sales process.” The post How Important Is Sales Process?

Five Characteristics of a Robust Sales Process

Pipeliner

Your sales process is arguably the most important tool you have at your disposal to empower sales reps to achieve their quota. In sales, a generalised aim is to convert a lead as quickly as possible. The post Five Characteristics of a Robust Sales Process appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Process Management

How the Sales Process Can Be Streamlined Through Careful Targeting

Pipeliner

One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. They may have entered your sales process [.] The post How the Sales Process Can Be Streamlined Through Careful Targeting appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Process Management

Getting sales process right

Sales Training Connection

Whether or not you have put in place a sales process – it is happening everyday.  It is whatever your salespeople are doing Monday morning to navigate the customer’s buying process. The real problem is not, therefore, a lack of sales process.  The problem is too many companies do not systematically manage and evaluate their sales process. Try it. 

What is all this talk about a Sales Process?

Pipeliner

Many times during the planning stages of the implementation of a CRM system we have found that clients struggle as they have not defined their detailed sales process. For example, knowing when to change or move the “stage” of the sale forward becomes critical; do you move the stage forward when you “book” the next […]. The post What is all this talk about a Sales Process?

Sales Process - It's All about the Shoes, Silly

Understanding the Sales Force

I've written dozens of articles on Sales Process an you can read many of them right here. While I have never wavered on the importance of sales process, I have modified my thinking on why it's so important, what it must consist of, how it should work, and how it should be integrated into CRM. Dave Kurlan Baseline Selling sales process gazelles growth institute

Infographic: Sales Processes that Boost Conversion

Leads360

A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.  What sales processes and contact strategies have made the most difference for your organization? The post Infographic: Sales Processes that Boost Conversion appeared first on Leads360 Blog.

Sales Process – Help or Hindrance?

Jonathan Farrington

Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making. They end up dancing around with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale.  In this scenario, the prospect has complete control. They spend more and more time struggling to meet their sales quotas and working less and less efficiently.

Adding Sales Stages to Your Sales Process to Improve Performance

Pipeliner

Keeping the number of Stages in the Sales Process to a minimum is usually the way to go. The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Example 1: [.]

Why Beyond the Sales Process is Different

Dave Stein's Blog

Today marks the formal shipping date of  Beyond the Sales Process: 12 Strategies for a Customer-Driven World. When he proposed that we co-author a book together, it was an offer I simply couldn’t refuse. I met Steve years ago at a software company as I was making a transition from my role as VP of Sales to VP of Operations. It’s hard work. Very hard work. Fast forward.

Is Your Sales Process Broken?

Sales Benchmark Index

As the Sales Ops leader, you’re responsible for managing this process. Sales Process Buyer Personas Sales Operations Strategy sales operations Pipeline Management It’s the monthly Pipeline review call. Just before you take role call you’re struck with a foreboding sense of Déjà vu.

Five Reasons You Need a Tool to Manage Your Sales Process

Pipeliner

To take full advantage of your sales process, you need a management tool that will enable you to: Track the performance of your sales process Manage the sales staff that are responsible for using it Here are five reasons why: #1: Manage Your Sales Force Effectively and Fairly If you don’t have a sales management [.] Sales Management Salespreneurs

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Reading the Sales Objections Along the Sales Process Path

Increase Sales

The sales process is much like a walking path.  There are signs informing you of sales objections just ahead.  How you handle your behaviors before reaching those potential barriers to your sales success is up to you. If the first phase of the sales process is marketing, then probably your first warning sign is “You.” Credit www.picjumbo.com.

Watch It Again: John Golden Webinar on Minimizing Sales Process Risk in 2015

Pipeliner

Optimizing your sales process is a key factor in minimizing overall business risk. In this one hour webinar sales expert John Golden shares actionable tips, real-life examples, and easy auditing steps to easily hone your sales process for greater business success. Sales Process Management

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. Need more sales management resources?

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling. Is your sales process full of Muda? It is either: Value-Added. Muda (Waste).

The 3 Most Important Questions about Sales Process and My Answers

Understanding the Sales Force

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. But recent statistics are showing that 20-25% of companies and their salespeople are finally following and using a sales process. It was amazing to me that for 20 years this number failed to change!

Why Questions in the Sales Process Will Enhance Your Results

Pipeliner

Your success at closing a complex sale is dependent on your ability to strike up a meaningful conversation. The post Why Questions in the Sales Process Will Enhance Your Results appeared first on Pipeliner CRM Blog. Sales Methodology Salespreneurs This step is crucial. That’s because you need to obtain [.]

Why Your Reps Abandon The Sales Process

Sales Benchmark Index

As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. The process is adopted, but the results are not evident. You are asking yourself, “ Is Our Sales Process Good Enough? ”. During the research for this VP of Sales event , over 5000 sales leaders shared their biggest obstacles.

5 Questions You Must Ask About Your Sales Process

The Sales Hunter

Ask a sales leader what a key reason for their success is, and they’re bound to say that one of the things is having a sales process every member of the team is focused on executing. As critical as a sales process can be in building sales for your team, it can quietly work against […].

Warning: Is Your Inefficient Sales Process Costing You?

Pipeliner

As you know, a sales process is a systematic, repeatable series of steps that map out and track interaction with your prospects from their first point of engagement with your business through to a close. Now, if you’re responsible for sales, one of the most valuable tools you have at your disposal is your sales process. That’s [.]

A Sales Process Worth Following

Sales Benchmark Index

As a Sales Operations leader, you use the pipeline to build budget and allocate resources. Chances are, poor adoption of your sales process played a part. During onboarding, new hires were walked through the sales process. They all received a copy of the sales playbook. Download the Guide for Creating an Adoptable Sales Process. It has worked.

Beyond the Sales Process – Book Review

The Pipeline

Even better, every strategy they define can be applied almost immediately, because they also tell you how to execute each—a component that typical sales books often lack. Beyond the Sales Process is engaging and purposeful, prescribing specific actions, activities, and tactics for building a high-value relationship with your customers. Specific and Actionable. Join Now!

How Great Women in Sales Front Load the Sales Process

Increase Sales

Yesterday I read two great posts about women in sales. Both of these postings reminded me once again: How great women in sales are better than their male counterparts because they understand how to front load the sales process. Why I love sales. #1 – Relationships Matter. Great women in sales are for the most part more patient than men.

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. It isn't dead but the authors are making a lot of money by saying that and pushing the Challenger Sale!

VIDEO SALES TIP: Great Salespeople Constantly Evolve Their Sales Process

The Sales Hunter

Great salespeople are continually looking for ways to tweak their sales process. Blog Breakthrough Sales University Consultative Selling leadership Professional Selling Skills Sales Motivation great salespeople sales process sales skills video sales tipIf you want to stand apart from your competitors, you have to […].

Is it Time to Dump Your Old Sales Process?

Sales Benchmark Index

The sales process is dead. Forever gone into the history of the sales profession. You know, the one that resembles something like this: Almost every sales team and rep has been trained to follow a process similar to this one. personally made a lot of money following this type of process. Sales Process Buyer Personas Sales Leader Director of Sales Resource

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. One of the best ways to help B and C performers improve is to write out a prescriptive sales process.

The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota.  At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. CSO’s research seems reason enough to decide it’s high-time to implement a formal sales process at your company.

Quota 121

Is Your Sales Process Broken?

No More Cold Calling

It’s an intentional, proactive sales strategy. But while referrals are our biggest competitive differentiator, most companies have only a hit-and-miss process for referral prospecting. So sales teams miss out on the most powerful business-development tool that exists. You implement essential processes and enroll your entire company in the effort. Sales Process.

Taking the Sales Process into Your Daily Conversations

Increase Sales

Have you ever considered taking your sales process into your daily business conversations? If you did take such action, do you believe you would have better results as you move through the sales process? Most businesses have a sales process.  The majority of sales processes start with an introduction to attract attention. Closing.

Is It Your Sales Process?

Partners in Excellence

Most organizations I work with have a sales process.  But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.  It’s a sales process (or some semblance), but it’s not THEIR sales process. Sales people say, “It doesn’t work.” 

Sales process – it must mirror the customer’s buying process

Sales Training Connection

Sales process. In the last ten years a substantial amount of time, effort, and money has been devoted to discussing the sales process.  Our customers’ buying process has undergone dramatic changes but we’re still selling like we always did.”. If you want to put in place a more effective sales process, avoid these two pitfalls. Try it. 

How To Define Your B2B Sales Process [INFOGRAPHIC]

Pipeliner

A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close. Or to put it a different way – it’s your sales pipeline. typical sales pipeline has the following five unique B2B sales process [.] Sales Pipeline Management

Increase Sales by 20% - Guide to Creating an Effective Sales Process

Understanding the Sales Force

If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales! Dave Kurlan sales process Closing Sales steps in a sales process improve win ratesThank you. Someone from my team always responds to these inquiries and it was my turn.

3 Ways to Ask “The Right Stuff” & Accelerate the Sales Process

Pipeliner

As a sales rep, it’s in your interest to accelerate the sales process. Firstly, the likelihood of a prospect becoming a customer decreases the more time they spend in the sales pipeline. Secondly, a quicker close results in a lower cost per sale and greater profits. The post 3 Ways to Ask “The Right Stuff” & Accelerate the Sales Process appeared first on Pipeliner CRM Blog. Sales Effectiveness There are a couple of reasons for this. But [.]

Is Your Sales Process Slow or Fast?

The Sales Hunter

Is your sales process slow or fast? The POE is something you can get the customer to agree on quickly in the sales process — not necessarily on the first or second sales call, but much shorter than what your historical time has been for closing a deal. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.